enablement

1

• enablement
• _at_
• ship manager
• climbing the ladder
• Per Sennicksen
• Director Business Development
• TESMA Holding
• TradeNet Annual Conference Copenhagen 18th
  June 2004

2
agenda discussion points

• e-Commerce
• TESMA our role, scope and targets
• TESMA e-way
• Not forgetting the frontline
• Next steps

3
agenda e-Commerce

• e-Commerce
• connectivity
• untangling the web
• climbing the s-curve
• TESMA our role, scope and targets
• TESMA e-way
• Not forgetting the frontline
• Next steps

4
e-Commerce connectivity
Sellers
Buyers
Internet trading platform
connectivity
5
e-Commerce untangling the web
Suppliers
Ship Owners
TradeNet

• They have realised that connectivity
• is selective between trading partners
• represents an opportunity to improve trade
  transaction
• requires business expertise to realise

• They have chosen to
• remain focused on a niche area
• share (sell) wealth of expertise
• collaborate with others
• provide multiple options

6
e-Commerce climbing the s-curve

• Bumpy ride
• community model is limiting the total number of
  potential transactions
• e-Commerce solution may lack functionality
  enabling the full business transaction

• Implementation
• Demonstrate clear improvements in the transaction
  process
• Prove increased control of the process and
  overall business
• Connect the right trading partners

7
agenda TESMA our role, scope and targets

• e-Commerce
• TESMA our role, scope and targets
• ensuring ships cargo worthiness
• scope of operations
• 120 years of experience
• climbing the ladder
• TESMA e-way
• Not forgetting the frontline
• Next steps

8
our job at TESMA ensuring ships cargo
worthiness
Commercial Management
Commercial Fleet Manager
Charterer
Controlling Owner
Cargo Owner
Registered Owner
Seafarers
Ship Management
Class societies
Suppliers
Yards
Port facilities
Flag states
Technical Management
Crew Management
9
TESMA today scope of operations

• Ship Management
• More than 80 vessels in full technical management
• Experience in managing Tankers (crude product
  chemical), LPG, OBO, Cement, Bulk, RoRo,
  Container, Multipurpose, Reefers
• Copenhagen, Tallinn, Singapore, Mumbai
• Crew Management
• 1,900 seafarers deployed on more than 150 vessels
• Tallinn, Riga, St. Petersburg, Mumbai, New Delhi,
  Manila, Oslo, Copenhagen, Singapore

10
TESMA tradition more than 120 years of
experience
11
TESMA growth climbing the ladder

• Fleet size
• 50 vessels November 2003
• 80 vessels June 2004
• 100 vessels December 2004
• 150 vessels December 2005
• Strategy for achieving fleet target
• sale purchase at existing customers
• secure new customers
• increase number of alliance partners

12
agenda TESMA e-way

• e-Commerce
• TESMA our role, scope and targets
• TESMA e-way
• our little web
• a ShipServ solution
• purchasing is one piece of the puzzle
• driving factors
• our chosen path
• Not forgetting the frontline
• Next steps

13
TESMA e-way our little web
Suppliers
Customers

• Situation
• ShipNet in all locations
• Purchase Frame Agreements

14
TESMA e-way a ShipServ solution
Suppliers
Customers
TESMA
TradeNet
TESMA DK
TESMA EE
TESMA SG
TESMA IN
15
TESMA e-way purchasing is one piece of the
puzzle
Maintenance
Purchasing
Crewing
Regulatory
16
TESMA e-way driving factors

• Mobility
• ships sail constantly
• superintendents are on the move
• Flexibility
• crews change
• tasks may transfer
• ships may transfer
• Continuity
• consistency across TESMA network
• Expandability
• competence centres may open or close
• alliance partners will join
• Visibility
• trust proven through transparency
• global management

17
TESMA e-way our chosen path
Suppliers
Customers
TESMA
TradeNet
TESMA DK

• ShipNet
• Purchasing
• Accounting
• Ulysses
• PMS
• ISMS

TESMA EE
TESMA SG
TESMA IN
TESMA NN
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agenda not forgetting the frontline

• e-Commerce
• TESMA our role, scope and targets
• TESMAs e-way
• Not forgetting the frontline
• the ships are in the centre
• enabling safe and timely delivery
• Next steps

19
Not forgetting the frontline the ships are in
the centre
Suppliers
Customers
TESMA
TradeNet
20
Not forgetting the frontline enabling safe and
timely delivery
Suppliers
Customers
TESMA
TradeNet
Shipboard Management Team
Distribution Team
Ship Supply transaction
21
agenda next steps

• e-Commerce
• TESMA our role, scope and targets
• TESMAs e-way
• Not forgetting the frontline
• Next steps
• in climbing the ladder

22
Next steps in climbing the ladder

• Believe in TradeNet
• Stay committed buy a tour pass and enjoy the
  bumpy ride
• Stay active help and push ShipServ to deliver

All suppliers connected
Electronic invoicing

• It is all about people
• Phone, fax and old habits are main competitors
• Look beyond TradeNet to solve issues

23

• Thank You
• Per Sennicksen
• Director Business Development
• TESMA Holding
• ps_at_TESMA.net
• www.TESMA.net
• TradeNet Annual Conference Copenhagen - June
  2004